J ou r n a l
The
Journal of Selling
of
Selling
Volume 15, Number 2
Honor Among Salespeople: Using an Ethical Rol Play
and Code of Ethics Exercise to Develop an Ethical
Framework in a Professional Selling Course
By Rebecca Dingus and Alex Milovic
Developing Professional Social Networks: Student
Outcomes Using LinkedIn
By Howard F. Dover, Robert M. Peterson,
and Gary L. Selden
Volume 15, Number 2
How Sales Managers Evaluate Talent to
Optimize Sales Results: A Classroom Case
Study For Sales Students
By Charles H. Howlett and
Sonia M. Newman
Developing Effective Habits of SelfManagement: Preparing the Salesforce
for the Future
By Dawn R. Deeter-Schmelz and
Cliff Sutton
Bringing Sales Analytics to the Classroom:
Teaching Sales Students How to Use Excel
to Derive Insight From Sales Data
By Scott A. Inks
The UniversitySalesCup Competition –
Engaging & Motivating Sales Students
By Terry W. Loe
Department of Marketing
Northern Illinois University
ISSN 2329-7751
Volume 15, Number 2
Contents
JS Volume 15, Number 2
From the Editor
by Robert M. Peterson
4
Articles
Honor Among Salespeople: Using an Ethical Role Play and Code of Ethics Exercise
to Develop and Ethical Framework in a professional Selling Course
by Rebecca Dingus and Alex Milovic
Developing Professional Social Networks: Student Outcomes Using LinkedIn
by Howard F. Dover, Robert M. Peterson, and Gary L. Selden
5
11
How Sales Managers Evaluate Talent to Optimize Sales Results:
A Classroom Case Study For Sales Students
by Charles H. Howlett and Sonia M. Newman
17
Developing Effective Habits of Self-Management:
Preparing the Salesforce for the Future
by Dawn R. Deeter-Schmelz and Cliff Sutton
24
Bringing Sales Analytics to the Classroom:
Teaching Sales Students How to Use Excel to Derive Insight From Sales Data
by Scott A. Inks
30
The UniversitySalesCup Competition – Engaging & Motivating Sales Students
by Terry W. Loe
36
Mission Statement
The objective of the journal is to foment collaboration between practitioners and academics for
the advancement of application, education, and research in selling. Our audience is comprised of
practitioners in industry and academics researching in sales.
©2015 By Northern Illinois University. All Rights Reserved. ISSN: 2329-7751
1
Journal of Selling
From the Editor
The Journal of Selling is proud to publish our first ever special issue on Training and
Teaching Innovations: Sales Force and Sales Students’ Improvement. One of the more
remarkable achievements of this special issue is the speed in which it went from an initial
submission (February 1) to print (November). Getting information from theory/practice
to dissemination within 10 months is a compliment to both the authors and the reviewers!
As editor, I would like to thank all who were involved in this process.
The demand for sales students continues to outstrip supply by a significant margin.
Getting individuals ready for a challenging and lucrative career is not easy, however. One
central aim of this issue is to share the best cutting-edge practices from the innovative
sales classrooms around the world.
The focus of the initial articles begin at the classroom level, and leads off with an
approach to exploring ethical behavior in selling exchanges. The second article delves
into students using LinkedIn to build their professional networks. Next, two articles look
at the managerial level of selling by introducing students to the nuances of evaluating
the sales force and offering evaluations and adjustments. This is followed by an article in which sales representatives
learn self-managed techniques. The next pedagogical article covers students working to improve their analytical skills
using Excel. In a novel approach, the Journal of Selling will make this author’s database file available to all who wish
to download it from the website. Finally, this issue ends with an outline of a year-long contest to engage and reward
sales students with scholarships who deliver value to themselves, other students, and the sales program at large.
Robert M. Peterson
While this special pedagogical issue kicks off a regular section that will be introduced to the Journal of Selling, the
journal will continue to focus on traditional research articles that place an emphasis on grounded theory that has
practicable managerial implications. We will continue to seek “application articles”, often written by practitioners,
that are shorter in nature and emphasize a more managerial understanding of what is valuable to the practice of sales.
Finally, the journal will seek articles that elevate the education of selling for the next generation of professionals, be
they students or a sales force.
The future of selling is bright and ever changing; so is the Journal of Selling.
Robert M. Peterson, Ph.D.
Editor, Journal of Selling
Northern Illinois University
4
Northern Illinois University